How to Close 3-5 Listings Monthly with Zoom – Featuring Robert Weichelt

🎙 Welcome, Agents!
Host Bob Mangold brings you another episode of the Top Agent Talks Podcast, where we interview top-performing agents to uncover their strategies and insights. Be sure to share this episode with every agent you know!

🔥 Episode Sponsor:
This episode is sponsored by Home Boss Listing Hub, a platform designed to help agents scale their businesses to seven figures by focusing exclusively on listings.

🚀 Special Guest: Robert Weichelt

Today’s guest is Robert Weichelt, a national real estate trainer, coach, mentor, and REO expert. With nearly four decades of experience, Robert has sold hundreds of homes and helped countless agents implement winning systemsto scale their businesses.

🔹 Key Takeaways from Robert’s Success:

• 🏡 Listings Over Buyers – Focusing on sellers creates leverage and frees up time.
• 🌎 Running a Business Remotely – Robert travels the country full-time in his luxury RV while still taking listings.
• 💻 Mastering Zoom Listings – 100% of his listing presentations are done via Zoom—even from Cabo!
• ❌ Turning Down Unrealistic Sellers – Robert vets sellers upfront and refuses to waste time on overpriced listings.

📈 Why Focusing on Listings Changes the Game

• Time efficiency – Takes 5x fewer hours to close a listing than a buyer.
• More control – No more dropping everything for last-minute buyer showings.
• Higher income potential – Listings create a steady, scalable business.

📞 Robert’s Lead Generation Strategy

• 🔥 FSBOs & Expired Listings – The easiest sellers to convert.
• 📲 Zoom Pre-Qualification – Saves time by weeding out unrealistic sellers in the first 5 minutes.
• 🏦 Pre-Foreclosures & Investors – Targeting distressed sellers before foreclosure happens.
• 💰 Attorney & REO Relationships – Consistent deal flow from legal professionals and bank-owned properties.

🏗 The Power of Recession-Proofing Your Business

• Real estate is cyclical – The best agents plan ahead for downturns.
• REO (Real Estate Owned) Properties – A steady source of listings in any market.
• Corporate & Bank-Owned Listings – Learn how to work with banks and asset managers for consistent deals.

💡 Robert’s Advice for Agents

✅ Stop chasing bad listings – Overpriced homes only damage your reputation.
✅ Implement systems – Build a business that works without you.
✅ Use technology – Zoom, automation, and online marketing make business more efficient.
✅ Think long-term – Your income depends on what you do today to build your future pipeline.

🎯 Ready to Scale Your Business?

Visit www.HomeBossListingHub.com to:
✔ Take a free business analysis
✔ Schedule a productivity & marketing review
✔ Learn how to build a recession-proof, 7-figure business

🎧 Thanks for tuning in! See you on the next Top Agent Talks Podcast! 🚀

Transcript

Hey, welcome fellow agents. Bob Mangold here with the Top Agent Talks podcast. Again, the mission of this podcast is to identify and interview agents that are succeeding in today's market and most importantly to share their wisdom with the entire real estate community.

So Please help us out, share these podcasts with every agent you know. Now, the Top Agent Talks podcast is sponsored by the Home Boss Listing Hub, the framework for agents looking to scale their business to seven figures. Now, the Home Boss Listing Hub is an all inclusive platform that empowers solo agents to sell 35 to 50 homes a year.

Hey in good markets or bad doesn't matter working 40 hours a week by focusing exclusively on listings. So today I'm here with Robert Wykelt who's a national trainer, coach, mentor, and REO expert. And when I say REO expert, he's an REO expert sold hundreds and hundreds of homes in those the big boom years.

Now he shared his expertise with  countless real estate professionals, been on stages all over the country. helping agents implement winning systems and scaling their business. So Robert, welcome to the show.  Hey, Bob. Good to have good to be on, man. Cool. Hey, let's start by Ted talking about the one thing you've been doing this since 86, or you've even been longer than I have, right?

So you started when you were, what, five, six years old?  Yeah, just about. It'll be 39 years this February. Wow. What's the if we had to narrow it down to one thing over the years that's contributed most to your success, what would it be? I would say one word. Sellers. Absolutely. The only way to go working with sellers.

I control my time. I just, there's so much more control I have than working with buyers. And you taught me this a long time ago and reminded me is I can do five listings in the amount of time it takes for an agent to work with one buyer. Yeah. Everybody goes, why do you hate buyers? I don't hate buyers. I love buyers.

Somebody's got to buy our listings, right? The problem is that it takes what 40 50 hours to get a home under contract and Robert you could do what four or five listings in that same time frame. Absolutely And I think what's most important like robert you got a pretty cool story is it going to be a year?

Is it two years now since you? Sold everything and bought your rockstar travel house.  It's we're one year, three months where we're full time RVing around the country. And we decided that our kids are adults. They've got their own lives going on. We're obviously like to see them as much as possible.

We saw this short window to take advantage of something both Carl and I have always wanted to do, and that's see the country. So we sold everything, put the stuff we wanted in storage and we jumped in our. You call it a Rockstar RV. It's a big one. And we're traveling. It's not an RV, folks. I'll just tell you that.

Yeah it's awesome. We're, so we're full time traveling the country, visiting friends, families, doing classes across the country, and just absolutely having a blast. Our next trip is to Kentucky, so we'll go into more of that detail later. Here's the question every agent's gonna have. Robert, how in the world can you travel and still do real estate business?

Since March of 2020, we,  weren't able to go into homes for a while there, and I decided that I need to be more efficient, more effective.  And I started doing zoom listing presentations because at the end of the day, it's getting a seller that's able, willing, and ready to rock and roll, getting them a conversation going.

I found that a zoom call is the most efficient way to do it and taking into consideration traveling the country. Cause it's been a goal of ours for many years. And I was searching for a way that we could pull that off and I could still sell real estate. So we started traveling the country. I went and got Starlink.

I literally set up shop, an office inside the motorhome, and all it takes is just a few minutes to pop the Starlink out, get my computer going, and every single seller appointment from that point forward has all been done via Zoom. Heck, you and I were in Cabo, and I took four listing appointments in Cabo, and that's when the real fire started.

No. You didn't take four listing appointments. You took four listings. Yeah. Yeah. So it was awesome. And like you said, it's about being geographically attached to a community. To this day, after explaining to friends and family, what I'm doing to still continue selling real estate, they just don't you need to be here?

And I just simply explained that I do not need to be there. I partner with great agents across the country and the buyer agents do the open houses and I take the listing. So it's, we found a very efficient, effective way to take more listings, Bob. And everybody thinks that's crazy that like sellers don't want to do a Zoom meeting, right?

2020 changed all that, folks. COVID changed all of that for us.  And now, in my opinion, Robert, tell me if you agree, sellers would prefer to do it on Zoom versus you coming to their house now.  You know what? I can tell you the very large percentage of the sellers that are realistic Thank me for introducing them this efficient way.

And it truly is more efficient for all parties involved. The seller, the agents, it's just a much smoother system. And I had people actually thank me for introducing that to them. Yeah. And I know as the agents guys, it's going to be outside the box for you to think about this, because I can hear all the wheels going, I would never do that.

My sellers would never want that. How do you determine the value of the house? All that  folks. So  Robert, tell them what your strategy is or your theory is on whether or not they're qualified sellers or not. So the primary place of your sellers is coming from what? FSBO canceled expires. Correct. I target mostly the for sale by owners cause they're the lowest hanging fruit in the cellar tree.

They have their hands up as you and I've talked about multiple times. So that's the first place I need to go. Second place is expireds. We're talking to sellers that have had six months, most of the cases, six months of disappointment. They've not gotten their price. It's usually you and I both know it's because of price, right?

But once they get expired and they're still seriously looking to sell their home, it's perfect with our strategies that we have in place, open their eyes up to much better ways to sell their home. So I primarily worked for sale by owner expires. I do a lot of pre foreclosure. Reach out to community  Owners in the area that are in distress.

I want to be able to offer them guidance In the event we can help them save the for save off the foreclosure Fantastic a lot of cases. They're not able to Top the foreclosure and therefore they come back to me. So those are the three main areas And if you add in investors and attorneys, okay so  We talk about a seller saying, how do you determine the value?

One of the things how many like how many people do you talk to a week? Let's start there You know what? I my goal is to talk to a hundred people per week. Sometimes I hit that goal Sometimes I don't but that's the target number every single week every Monday and I end up getting 20 people of that 100 because I track and measure my numbers.

I get 20 interested sellers and really between three and five actually follow through with the appointment. But those numbers are okay with me.  And so you end up listing how many homes a month on average? Anywhere between three and five. And sometimes you just get a bad batch of people that are unrealistic.

Sometimes you get lucky and you get some really good motivated sellers, but I say between three and five a month. Cause that's where I wanted to go. So you could talk to two, three, four people today. But that doesn't mean that you necessarily want to list their property, does it? Part of my process, as is  I do zoom for a lot of reasons.

It's most efficient, effective, but more importantly, as I like to vet out those sellers, cause I don't necessarily want to drive an hour to go to somebody's house, to be in there in an hour and three hours has gone. So I. I use this as a pre qualifying process. So between the first three to five minutes, I'm getting to know where they stand on price.

Cause if we can't come to an agreement on price, the conversation basically ends there and I know how to price a property. I do BPOs for Freddie Mac, Fannie Mae. So I. I know how to price a property without even seeing it. There's no need to. So if that seller is, doesn't show motivation and I'm not saying motivated as in desperate, but motivated as in realistic that conversation is usually three to five minutes.

Once they say, yes, I'm in, then that, then the presentation can begin. Okay. So how many people do you turn away more people than you take? You know what? Carla and I were just talking about this the other day. I've turned away. More listings than I'd like to think about, because I just don't know that I have the patience to work with an unrealistic seller.

It just seems like it's not going to work. So if somebody wants a million dollars, Bob, and it's worth 800, yeah, I won't take that listing where more agents are taking that listing, hoping for a price reduction and, or somebody decides to come in and buy it. I don't do the hope and a prayer type of marketing.

It's just not worth it. So I've turned away more than I'd like. And I know I'm unique in this and I know you're unique in that the idea of saying hey take any listing And then work the price down.  I think that's absolute career suicide in my opinion So think of it this way somebody puts a sign up and they're you know You wait 30 or 45 days to start lowering the price by that time, you're now you're trying to catch a slippery knife The thing expires in four or five six months The new agent comes along with and gets them to do the right price because now they go.

Oh that robert was Right. He didn't do anything because it's always our fault. And then a new agent comes along with the right price and two weeks later, it's under contract. All those people in the neighborhood have been going by that sign, your sign for six months go, man, this guy never sold a house.

Look at that. Oh, another agent comes in and two weeks sold it  guys. How do you build market share? If you do those things. And that is why I like expireds. Be the second person in the door. Absolute best. And so everybody thinks he's nuts when I ask that question or like him and I have spoken on stages together and things like that.

And they just think it's crazy to turn away a listing. But  again, think about it from his perspective. He's on the other side of the country. Does he want to be talking to a seller every day? Hey, Robert, how many buyers you got? How many buyers you got? How many, but no. It doesn't give you the life you want  no, it does not and I promise if you're closing because he sells every listing so  If you're closing three to five listings every month, you can do whatever the heck you want financially, right?

But  it's outside the box thinking, isn't it? Like most agents, when you tell the story, they think you're nuts, right? Or it's Oh, I could never do that. They certainly have trouble getting their head around it. And I've talked to a number of agents in detail after say I'm a guest of a zoom call, a mastermind, and I talk about that process.

They don't say anything when I'm a guest, but then they'll call me or reach out to me and say, Hey, walk me through how you do zoom listings. And I have three or five agents that I've been talking to recently that I want to get on my podcast. And they too are starting to take listings via zoom and they're having great success with it.

So it does work. It just takes a little bit of time to get these agents to understand that maybe take a step back and look at the technology we have in front of us. And do this, build a system around that, right? When you see the thing is folks, when you decide what kind of business you want then you have to design the systems around it to make that happen.

You just Robert just didn't sell everything and go ahead and travel across the country without a plan or without a system or without a time block schedule or any of that, right?  You got a predetermined listing presentation that works on Zoom that we know over the years now. It's hey, we keep tweaking and whatever and it works really well that way. 

And really isn't most of it just your confidence level,  don't you think? You know what? I've always considered myself very confident, but when you reach out to a FSBO for the first time, I don't care how confident somebody is going in. They're going to start going. I don't even know what I'm saying. The confidence level drops immediately.

So confidence is a big thing to do with it. But that all comes with education, understanding the process, building the confidence, and then exuding that confidence onto your seller. That's yeah. Confidence is a big deal. But it comes with learning your skills. Yeah, it comes with learning scripts. It's a system, right?

What are you going to say? How do you say it? Do you have a script? So hey, I work on scripts. I have all kinds of scripts and everything. But you'll never know it because we work on teaching agents. Don't read this thing. Hi, Robert. My name is Bob with, and I notice your home is for sale.

But oh my God. No, nobody would do that. Most people do that, though, and that's why they have little to no success. Yeah. And literally, it's all about your confidence level. Here's what I can tell you, folks. If you're never going to believe that you could do a listing presentation on Zoom, and you just we'll have agents argue with us.

Nope, that'll never work. My answer is you're right. It will never work for you. Yeah. Because you're not going to work hard to prove yourself wrong. That's right. But everybody thinks that we're crazy. Now, one other thing I want to touch on real quick, too, is REO, because you are an REO, so tell them who you teach for and all that stuff.

Sure. My little bit of background on me. I come from an REO family. Mother was very involved in the bank and the savings and loan debacle in the early 70s, or late 70s, early 80s. And then when it reared its ugly head again in the 90s. I was front and center my brother, mother, and I working with Fannie, Freddie, and all the big banks, and we'd run down and take photos of the property, get it to the one hour photo, wait there an hour, come back, get our glue stick out, pop them on the addendum, total old school, typing the BPO, and then that's how I cut my teeth in the REO business.

And then it reared its ugly head again in the early 2000s. And then I became a very proficient and I started training, coaching, and mentoring agents all over the country on the default space, the REO properties, working with banks, how to position yourself with banks. So now I do all the I'm with the EXP Realty and I do all the corporate training for the REO certification that EXP provides all their agents, which I don't know any other companies doing that, but I. 

I find great pride in being able to help an agent identify another opportunity to grow their business. And I don't want anyone losing their home, Bob,  but that's it. But you also teach for some of the REO providers, if you will, some of the biggest in the space I did And we'll continue to do training certification training for real Mac, which is now rebranded to NADP national association of default professionals.

I've done certification on both REO and short sale for five star their DS news that conference. So I do a lot of guest appearances when it comes to REO, a lot of training. I just finished up a four part series with ResNet, a certification.  course that we launched. And so yeah I'm very involved in it because I understand it.

So of course the confidence that I have in that space is it takes some time to understand how the default market works. It's different than traditional. Once you understand how that works, it's a huge amount of opportunity working with the corporate seller. So yeah it's been a. And then there's just wonderful people to work with.

It's a good way to get business. And again, guys, that also safeguards you in good markets and bad. If it's a bad real estate market, guess what happens? You have more foreclosure and there are more listings there. So we call it recession proof your business. Exactly. Okay. So with that, Robert, thanks so much for being here, folks, before you leave here's what I'm going to offer you to help you out.

If you need help, scaling your business to seven figures. You can go to www. homebosslistinghub. com. There's a free analysis that you can take, and then schedule a free productivity and marketing review, so you can learn what you need to implement in order to scale yourself to seven figures, and build a recession proof business.

Go to the website, you can do it, there's no cost. Robert, thanks so much for being here. I appreciate you sharing your wisdom and your expertise  And folks thanks for listening Don't forget to share the podcast we'll see on the next top agent talks podcast Have an amazing day.

Talk to you later.